10 Do’s and Don’ts of Doing the Dysfunctional Family Inquiry Post Holidays

December 28, 2020

More than half of the aging families who call you inquiring about services after the holidays will be dysfunctional families. The great majority of calls will come from adult children. If you want to make the sale during the inquiry you have to know how to handle these dysfunctional family members on the phone and give them enough trust in you to sign your contract and give you a deposit for your services.

Do Be Objective
Do Use Active Listening
Do Give them Hope you can solve their family problem
Do a two-part inquiry and have the problem defined in the first part done by a skilled administrative Assistant?
Do study the problem before you do the second call and have exactly how you would solve the problem ready in a planned elevator speech
Do a complimentary 30-minute consultation
Do not give away the store but outline how you are an expert at solving the problems (moving, keeping at home, Alzheimer’s wandering and a bare outline of your solution
Do not criticize
Do not blame,
Do not take sides if several family members points of view and expressed them

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5 Vital Clinical Tools to Help Aging Dysfunctional Families-Post Horrid Holidays-

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Give frantic adult children hope when they desperately call after the holiday

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Understand the Dysfunctional Aging Family System you must enter to get care for elders
Understand 11 Warning Signs You Are Working with Dysfunctional Family
Master Vital Clinical Tools, you to solve client problems
Take Six Steps Professional Must Take to Work with These Difficult Families
Get care for aging family members when the dysfunctional family members resist

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Find out more in Emily Saltz and Lynn Hackstaff’s chapter Family Conflicts, Dependence and Mutuality: Care Management and the Dysfunctional Family. Handbook of Geriatric Care Management 4th edition.Jones and Bartlett

Find out more in this YouTube for My YouTube, Channel Geriatric Care 1

Watch my Free YouTube Channel – Inquiry With Dysfunctional Aging Family After Holidays

Are You Ready for Post Thanksgiving Inquiry Calls From Long Distance Care Providers

November 16, 2020

Long Distance family members are caregivers zapped out by stress

They have been flying or driving to both visit aging family members for a long time. These caregivers at a distance usually understand that their parents are deteriorating with age and are savvy enough that they have researched options and already found you on the web ( a reason to have a great website).

The Holidays Push Them Over The Edge

When the family gathers on Thanksgiving and everyone can see problems with an older person like memory loss or ambulation problems- the family may agree to call a care manager. Or the very stress of the holiday season on top of caring for

an aging parent long-distance may push the designated long-distance care providers over the edge to seek help.

Unpaid bills litter Dad’s desk. He refuses to go to church when he was a devoted churchgoer all his life. He’s drinking too much at the local pub. When the daughter puts the post-turkey leftovers in the refrigerator she finds moldy food on every shelf. When asked about the bills and the moldy food, Dad gets really angry at them when he was an easygoing guy all his life. They consider picking up the phone and screaming at 911

More than 7 million American Families care for older family members from afar. This holiday season many of those long-distance families will come home to an elder Mom or Dad’s house and find a scene they saw coming but still fill them with new white fear. They may have patched together care neighbor’s check-ins or other inconsistent coverage for parents. To their horror, they find, on returning home on holidays, the flood of parent problems blew out the patch, with coal dust spurting straight in their face

Call made to 911- You

At that point, the daughter may pull out her phone and call an aging life or geriatric care manager because she cannot fly home without getting help. Are you ready for these desperate calls?

Give frantic adult children hope when they frantically call this holiday.

So be prepared for their inquiry and know the needs of long-distance families well plus the resources in your area that you can suggest in your inquiry call. Do not give away the store in your call but let

them know that you are an expert in the needs of long-distance care providers and an ace navigator in your area that can find services and choices that are perfect for their needs.

8 Ways to Tame the Turmoil of the Holidays & Twindemic in the Aging Family

Learn how!

How to sell services to the desperate Aging Family during the holiday surge
How to give hope to frantic children who call when their aging parent strugglingwith Loneliness and isolation on the holiday
How to help the Aging Family make holiday visits remotely or safely in person
How to counsel the Aging Family to track aging decline &Twindemic risk in loved ones
How to work with both dysfunctional and long-distance families who call during the holidays
How to use GCM tools to contain Holiday chaos
How to use financial forecasting to prepare for business growth during the holidays

Sidestep the Many Care Managers Who Do not know how to work with Dysfunctional family or do COVID Coaching of Aging Families so the client chooses you

THIS FREE WEBINAR IS Thursday, December 3, 2020, FROM 2 PM – 3:30 PM PST

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Find out more in the YouTube for My YouTube, Channel Geriatric Care 1

What are the 5 Steps to a Successful Covid-19 Concierge Client Inquiry ?

June 20, 2020

How Not to Lose a New Client at an Inquiry

Closing the sale means the client signing your contract and giving you a deposit. An inquiry is the most critical point in closing the sale or opening a case. A successful inquiry means taking successful steps to increase your aging life or geriatric care management business.

The Desperate Calls You will Get

With many states lifting COVID-19 restrictions, in spite of COVID-19 still present, people will travel again. You will get desperate calls from adult children visiting older family members and seeing first-hand, how unprepared their vulnerable aging parents are if COVID-19 explodes in the fall or sooner. They probably will be reluctant to move their older parent to Assisted Living after the high incidence of coronavirus in these facilities no matter how many amenities they provide. Here are steps to success for an inquiry or any call about your services

Take These Steps to Convert Inquiry to New Client

1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, to provide a safe coronavirus plan for sheltering in place, if the pandemic, still here, roars back again, determine the level of care if that is needed and level of GCM monitoring to sell your services.
2. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need, led by a professional guide they can count on.

3. You persuade them that they will get unbeatable customer appreciation, you will exceed their customer expectations, ensure the quality of life for the older client, and offer a concierge driven service.
4. You explain how your hands on professional staff can make families relieved and happy because they understand they save precious time and overwhelming stress by using professional GCM’s.
5. You show them you can access all community services and resource options they could not find alone and are now available to them through your services.

6. In this one sometimes short call, you show potential new clients how your concierge care management service will solve their problems through -you the GCM being there for them every step of the way.
7. You persuade them that by scheduling the next step, a free 30-minute complimentary consultation call, you will help them make sound decisions based on reality and assessment.

The GCM sells all of this through this free 30 -minute complimentary consultation done by a compassionate and highly skilled professional the director of your agency.

Learn the 5 Clinical Steps to Signing Up These families

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Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

Sales have severely declined during COVID_19. Now that many states are lifting restrictions, learn how to increase your, clients, through all your products but especially new Covid-19 and telehealth. Sell successfully this and any GCM product in a 2-part intake. Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. They are more terrified of going out of business with COVID 19

Learn the 5 steps to make and close a care management sale to get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll, and stop you from being one of the 50% of new US businesses that fail after five years or one of

the 7.5 million businesses that will fail in the next 3 months from COVID-19

When?

Date Tuesday, June 23

Time 2:00 PM -3:30 PM

You will Learn

What are Covid-19 GCM Services you can offer

How to make the sale in the inquiry call -with a complimentary consultation

How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale

How to present your offer by selling solutions to the problem with a mini care plan

How to manage objections if the caller has concerns about price or product

How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

New Free Webinar-5 Steps Close the Sale on Covid-19 Products

June 15, 2020

Join Me in My New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

Sales have severely declined during COVID_19. Learn how to increase your, clients, through all your products but especially new Covid-19 and telehealth. Sell Successfully Covid-19 products and any GCM product in a 2-part intake. Closing the sale means the client signing your contract and giving you a deposit. Most care managers are untrained and terrified of this process. They are more terrified of going out of business with COVID 19

Learn the 5 steps to make and close a care management sale

Get that contract signed, get a deposit, grow your business, bolster cash flow, make payroll, and stop you from being one of the 50% of new US businesses that fail after five years.

When?

Date Tuesday, June 23

Time 2:00 PM -3:30 PM Pacific Coast Time

You will Learn

What are Covid-19 GCM Services you can offer

How to make the sale in the inquiry call -with a complimentary consultation

How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale

How to present your offer by selling solutions to the problem with a mini care plan

How to manage objections if the caller has concerns about price or product

How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

What are the 5 Steps to a Successful Covid-19 Concierge Client Inquiry ?

May 26, 2020

How Not to Lose a New Client at an Inquiry

An inquiry is the most critical point in opening or losing a case. A successful inquiry means taking successful steps to increase your aging life or geriatric care management business.

The Desperate Calls You will Get

Take These Steps to Convert Inquiry to New Client

1. You must assure the caller that your geriatric care management services can be counted on to thoroughly assess the elderly person’s and family caregiver’s situation at the intake, to provide a safe coronavirus plan for sheltering in place, if the pandemic, still here, roars back again, determine the level of care if that is needed and level of GCM monitoring to sell your services.
2. You sell these services by convincing the caller that you offer a highly personalized and compassionate approach to the family and older clients. This breaks down to gaining client and family trust that your GCM services are the very best path leading them the care they desperately need, led by a professional guide they can count on.

The GCM sells all of this through this free 30 -minute complimentary consultation done by a compassionate and highly skilled professional the director of your agency.

Learn the 5 Clinical Steps to Signing Up These families

Sign UP For MY Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

the 7.5 million businesses that will fail in the next 3 months from COVID-19

When?

Date Tuesday, June 23

Time 2:00 PM -3:30 PM

You will Learn

What are Covid-19 GCM Services you can offer

How to make the sale in the inquiry call -with a complimentary consultation

How to ” Identify needs using client” challenge questions” to find the problem you need to solve to make the sale

How to present your offer by selling solutions to the problem with a mini care plan

How to manage objections if the caller has concerns about price or product

How to close the sale with non-aggressive closing questions to have your contract signed, get a deposit, and grow your business with a new client

New Free Webinar-5 Steps Close the Sale on Covid-19 Products

Join Me in My New Free Webinar

Conquer Care Management Sales- 5 Steps Close the Sale on COVID-19Products

Learn the 5 steps to make and close a care management sale

You will Learn

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